Sales Planning and Forecasting

Course Contents

Day One

Critical Basics of Sales Planning and Forecasting

• Objectives and Resources.

Sales Plan Factors

• Sales Cycle, Channels and Competition.

Sales Forecasting

• Data collection and Data Analysis
• Estimation of Total Market Demand
• Estimation of Company Products Demand.

Sales Target Projections

• Total Market, Territory Potential and Historical Sales.

Sales Budgeting

• Quotas and Profit-based.

Day Two

Product/Brand Plan      

• Sales/Market Objective
• Sales and Marketing Budgets.

Sales Projections

• Market/Products Comparison
• Competition Factors for each product
• Previous Year Sales of each product
• Current Year Sales of each product
• New Year Targets for each product.

Sales Profit Forecasts

• Cost of Goods
• Product/Brand Sales Value
• Sales Expense Budget
• Other Promotional Expenses
• Projected Profits.

Sales Activity Plans

• Channels Plan – special projects, tender business, distributor activities
• Field Activities – territories journey plans, retails, sampling/demos
• Promos/Activation
• Adverts.                  

Sales Programmes Timetable

• Sales Coordination and Collaboration.

Day Three

• Creating master sales forecasts using Advanced Excel technique
• Mastering Excel formulas and techniques for building sales budget
  • Excel formulas for budget model Custom formatting numbers
  • Formula Debugging and auditing techniques
  • Data validation
  • Consolidating and linking Excel Workbooks
  • Grouping and Outlines.